Account Executive, Enterprise

Who we are

Pinata is the leading media distribution platform for Web3 and beyond. We make it easy for developers and enterprises to upload, manage, and serve files on IPFS without needing to run their own infrastructure. From indie builders to global brands, our customers rely on Pinata to deliver fast, reliable, verifiable content at scale.

👉 Check us out

The role

We’re looking for a driven and technical Account Executive to join our growing team. This consultative sales role is ideal for someone who excels in early-stage SaaS sales, can effectively bridge technical and business conversations, helps enterprise customers unlock value, and is eager to shape the future of content distribution on the decentralized web.

You’ll be responsible for identifying, engaging, and closing enterprise accounts while also supporting existing self-serve users in their upgrade journey. You thrive in early-stage SaaS environments, are confident navigating developer-first products, and can work closely with founders, marketing, product, and engineering to refine messaging, build repeatable sales motions, and turn champions into long-term partners.

What you'll do

• Own the full sales cycle: prospecting, discovery, technical solution design, proposals, and closing
• Engage technical stakeholders: work directly with developers and developer champions to validate use cases, map integrations, and help them make the internal case for Pinata Enterprise, ensuring a seamless path to adoption
• Translate technical concepts into value: clearly explain IPFS, APIs, content delivery, and integrations for non-technical buyers
• Build and manage pipeline: grow and execute strategies to land high-value enterprise accounts across industries like gaming, media, marketplaces, and more
• Drive revenue growth: consistently meet and exceed quarterly ACV targets
• Partner cross-functionally: collaborate with founders, product, and engineering to refine go-to-market strategy, positioning, and messaging
• Influence product direction: share customer feedback to help shape features, documentation, and developer experience
• Create scalable assets: build repeatable playbooks, case studies, and technical collateral in partnership with business team

Must have

• 3–5+ years of SaaS sales experience in infrastructure, developer tools, or API-based products
• Proven success closing six-figure enterprise deals with technical and business stakeholders
• Strong technical fluency, comfortable leading conversations about APIs, integrations, developer workflows, and solution design
• Demonstrated startup mindset of resourcefulness, adaptability, and eagerness to build scalable systems in a fast-moving environment
• Exceptional communication skills with storytelling skills and ability to tailor messaging to both engineers and executives

Nice to have

• Familiarity with Web3, decentralized storage, or content delivery is a strong plus
• Experience as an early startup hire, founder, or entrepreneur

🌐 Ability to work remotely from anywhere you have work authorization that aligns with team's working hours

🩺 Health, dental, and vision insurance benefits with generous employer contributions and access to HSA account

💸401(k) plan with match for eligible U.S. employees after 1 year of tenure, and Retirement Savings Plan for eligible Canadian employees

🌴 Flexible paid time off

🧘 Annual wellness stipend

💻 Annual professional development stipend

🐣 18 weeks parental leave for full-time, salaried employees, including birth, adoption, or surrogacy

🏦 Meaningful equity for full-time, salaried employees

🤩 Opportunity to join us at an early stage where your contributions will make an impact, and you’ll have opportunities to flourish

Applying to Pinata

Pinata follows a structured interview process. If we move forward with your application, our typical interview process includes:

• 30-minute intro call with Head of People & Ops to learn about your background and what you’re looking for
• 45-minute interview with Hiring Manager
• 30-minute interview with CEO

Some roles will have a take-home assignment. Candidates may also be asked to meet with additional team members at the hiring manager's request.

Pinata Compensation Philosophy

At Pinata, we compensate our team fairly and consistently by analyzing market data and benchmarking to ensure equitable compensation.

Pinata provides a reasonable range of compensation. This role may only be hired and performed in the United States. Our salary for this role is $115,000 or $131,000 USD Base Salary based on the level at which you are hired. This role is eligible for variable compensation tied to performance, which will be finalized based on experience, competencies, and market data during the interview process. In addition to salary, we offer equity and competitive benefits. At any time during the interview process, please ask for more information.